Home > Companies > Thought Leaders > Rocket.Chat's Bruno Bin believes that good leadership plays a vital role in making a sales and marketing strategy successful.

Rocket.Chat's Bruno Bin believes that good leadership plays a vital role in making a sales and marketing strategy successful.

Bruno Bin, VP of Marketing at Rocket.Chat takes us through Rocket.Chat's innovate new features and their remote work culture. Read on to know more about his thoughts on the recent paradigm shift in the B2B marketplace, benchmarks of a successful marketing and sales strategy in his latest interview with Media 7.

You need to have the right leaders in place and aligned around the right go-to-market strategy and working culture to succeed

MEDIA 7: With over a decade in marketing roles, what paradigm shift have you seen in the B2B marketplace?
BRUNO BIN: I got my start around the same time inbound marketing was becoming a thing. It was this whole new idea that instead of reaching out to customers to get them interested in your products and services, you could create content that draws the right people in. It felt like the B2B inbound marketing playbook of today was being written and everyone in that community got to be a part of that. It was a really exciting time to be in B2B marketing and, as a result, a big shift happened where companies were putting more and more focus on MarTech as a foundational piece of a successful marketing strategy. It also meant a shift in the profile of the ideal marketer, where technical folks were turned into marketers due to their ability to operate in this new tech-heavy reality.  I think today we’re starting to wake up to the fact that technology is just a means to an end and it cannot replace good old positioning, copywriting and creativity.

M7: Rocket.Chat recently announced a new service called Instagram Direct. Could you please tell us more about this service and its benefits for your customers?
BB: Rocket.Chat is the largest open source communications platform in the world. You can use it to communicate with colleagues, other companies or customers.  For companies looking to communicate with customers through Rocket.Chat, Instagram Direct is one of the many channels we support. Essentially, you can respond to all your Instagram business account inquiries right from your Rocket.Chat workspace. It improves team efficiency, boosts sales and strengthens customer loyalty.

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There are a multitude of factors that play into making a sales and marketing strategy successful but in many ways, it comes down to leadership

M7: What, according to you, would be an ideal framework for marketing and sales teams to derive business success? What are the benchmarks of a successful marketing and sales strategy?
BB: Unfortunately, the reality is that most sales teams have had terrible experiences working with marketing; where marketing is doing their own thing, focused on vanity metrics such as MQLs, fighting over who sourced what deal while sales is doing their best to communicate to marketing what it is they think they need. While sales is focused on revenue today, marketing must be focused on revenue tomorrow. Marketing needs to be targeted at qualified pipeline (meaning account executive vetted opportunities) and businesses need to allow their marketing teams to do marketing, not only short-term sales initiatives. Ultimately, marketing and sales win or lose together. In my experience, there are a multitude of factors that play into making a sales and marketing strategy successful but in many ways, it comes down to leadership. You need to have the right leaders in place and aligned around the right go-to-market strategy and working culture to succeed. Especially at a high growth start-up where pressure and expectations are high.

M7: Rocket.Chat has been advocating for remote work in many ways. Has being remote influenced your company’s organizational structure in any way?
BB: We’ve been a fully remote company from day one. Today, we have about 170 employees spread across over 30 different countries. I’m not sure remote work has influenced our organizational structure but it has opened us up for talent worldwide, forced us to improve our own ways of working and motivated us to develop a strong company culture and global mindset from day one. We’ve scaled from 25 to 170 employees in about a year and a half and without the above, I don’t think we could’ve done it as successfully as we have.

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Today we’re starting to wake up to the fact that technology is just a means to an end and it cannot replace good old positioning, copywriting and creativity.

M7: Rocket.Chat has been recognized by Gartner as a representative vendor for workstream collaboration. What has been the strategy behind achieving such prestigious recognition?
BB: We’re thrilled! Gartner does a great job of supporting their customers in making well-informed software buying decisions. Rocket.Chat is backed by the largest open source communications community in the world with over 1,500 contributors, 12M+ users and roughly 32,000 stars on GitHub.  We’re fortunate enough to have a strong and loyal customer base that helped us be recognized in the Workstream Collaboration Market Guide by Gartner alongside some of the biggest software companies in the world.

M7: Your work experience spans across highly complex matrix organizations to entrepreneurial and start-up businesses. What do you believe is your driving force behind your proven track record and achievements?
BB: I really love what I do and I’ve been lucky enough to work with very talented teams and supportive mentors.

ABOUT ROCKET.CHAT

Rocket.Chat is a fully customizable communications platform for organizations with high standards of data protection. It enables real-time conversations between colleagues, with other companies or with their customers, regardless of how they connect with you. The result is an increase in productivity and customer satisfaction rates. Every day, tens of millions of users in over 150 countries and in organizations such as Deutsche Bahn, The US Navy and Credit Suisse trust Rocket.Chat to keep their communications completely private and secure.

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All Specializations can be obtained at the regional and global level as well as two levels of achievement for further differentiation. Additional Partner Specializations are expected to be launched in 2024. The three Partner Specializations are expected to be available for partners to obtain starting in ServiceNow’s second quarter of 2024. Many partners have already expressed their feedback on the importance of the ServiceNow Partner Specializations including: Jason Rosenfeld, Senior Vice President at Cask: “ServiceNow’s new Partner Specializations offer an opportunity for Cask to showcase our unique consulting expertise and change management solutions to drive digital transformation across enterprises. Program updates like subsequent badging and product line achievements provide greater reach and visibility with organizations looking for the best partner to meet their specific needs. We believe Specializations and the partner finder are a winning combo for connecting customers with the right support and implementations.” Michael Lombardo, Chief Executive Officer at GlideFast Consulting: “We’re thrilled about the new designations to ServiceNow’s Partner Program. With new Partner Specializations, we can continue expanding our technical consulting services and delivering deep ServiceNow expertise to new markets. We look forward to helping customers find value in the Now Platform.” Michael Vadini, Chief Executive Officer at Infocenter:“Today, organizations are looking for a collaborative partner for support with the adoption and scale of new technologies. ServiceNow’s new Partner Specializations will help Infocenter build industry-specific solutions and accelerate technology for customers and their businesses more quickly. We are excited about the enhanced benefits offered by ServiceNow and the continued focus on partners.” Jon Reynolds, Senior VP Global Alliances & Corp Development at Thirdera, a Cognizant Company:“As our company looks to further expand our work across different industries, we’re focused on differentiating our services and ServiceNow platform expertise. ServiceNow's comprehensive Partner Program provides valued guidance and incentives to improve how we advise, implement and optimize technology for businesses worldwide. ServiceNow sets a standard for what it means to be an innovative partner.” ServiceNow is also launching a brand-new partner channel on LinkedIn. Join the new social community for the latest ServiceNow partner news here. For more information on the ServiceNow Partner Specializations visit here. About ServiceNow ServiceNow (NYSE: NOW) makes the world work better for everyone. Our cloud-based platform and solutions help digitize and unify organizations so that they can find smarter, faster, better ways to make work flow. So employees and customers can be more connected, more innovative, and more agile. And we can all create the future we imagine. The world works with ServiceNow™. For more information, visit: www.servicenow.com.

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